Before starting ...
Take a side:
n "I want to get exactly what I want in any
business or personal situation"
n "I am willing to give in on issues that matter
more to other than to me, in order to gain an
advantage in future negotiations that is
important to me".
Exercise 1:
nWhat is negotiation?
What is negotiation?
n A formal discussion between two or more
parties aiming at reaching an agreement (or
solving a dispute) and satisfying parties'
various interests
n A common means of resolving family, work,
and societal disputes/ conflicts
n "Negotiation is the pre-eminent form of
decision making in personal and professional
life" - William Ury
Exercise 2:
nWhy study negotiation?
Study of negotiation:
n It is profitable
n Everyone can become a better negotiator
n Help the negotiator avoid doing something he doesn't
want to do
n Minimize the chance someone takes advantage of you
n Resolve conflicts and salvage relationships
n Reduce time and resources spent on uncooperative
people
n Provide a sense of accomplishment
n Develop critical thinking skills
Exercise 3:
nWhen has the negotiation begun
between us?
Negotiation starts:
nWhen someone hears or reads about
the other party, before a formal social
introduction or business meeting occurs
Exercise: Negotiation
n Formal discussions in which parties try to
reach an agreement (or to resolve disputes),
to satisfy various interests
n Recognize interests of each party
n Situation: looking for a roommate
n Parties: a Romanian student and an international
student; both of them are looking for a Romanian
roommate
Course Motto:
n "Lose a little, gain a lot"
Courses formed as powerpoint presentations for a better understanding and more schematic learning.
Documentul este oferit gratuit,
trebuie doar să te autentifici in contul tău.
